Included in this Vendor Landscape - Info

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Included in this Vendor Landscape - Info
Vendor Landscape: Multifunction Printers
Making an informed decision about your MFP requires an analysis of all the “fax.”
Info-Tech Research Group
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Introduction
The multifunction printer (MFP) market has seen little innovation. Choosing
the right vendor is as important as choosing the MFP product.
This Research Is Designed For:
This Research Will Help You:
 Infrastructure managers, IT support/operations
 Identify and rank vendor offerings in the MFP
teams, and IT facilities or hardware teams that
are seeking to select a solution for color
multifunction printers.
 Mid-sized enterprises looking to consolidate
their printer fleet with more efficient, costeffective solutions.
 Mid-sized enterprises with minimum color MFP
output requirements of 30PPM and monthly
duty cycles of 80,000 or more images.
market space.
 Understand the Table Stakes and nuanced
differences in the product offerings between
MFP vendors.
 Evaluate MFP vendors and products to
determine the right fit for your enterprise needs.
 Select an MFP solution by providing additional
scenario-based criteria.
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Executive Summary
Info-Tech evaluated nine competitors in the MFP market,
including the following notable performers:
Champions:
• HP’s environmental stewardship, proven longevity, and strong
product offerings, combined with its competitive price points, make
the vendor a Champion in the MFP space.
• Xerox’s product line contains advanced features that set it apart
from competitors.
• Konica Minolta has advanced integration and management
reporting tools that make the product easy for IT managers to use
and operate.
Value Award:
• HP’s affordable pricing, combined with its overall strength of
product, make it the Value Award Winner in the MFP space.
Trend Setter Award:
• Samsung’s early venture into mobile apps, along with its web
options and universal print drivers, make it a Trend Setter in the
BYOD space and in the overall MFP market.
Info-Tech Insight
1. BYOD is changing organizational
requirements.
Increasing usage of personal devices means
new user and security requirements. Web
options, universal print drivers, and
increased security controls are essential for
organizations allowing employees to BYOD.
2. Many vendors are struggling with a
decline in hardware sales.
An overall decline in hardware sales in the
printer space has caused several vendors to
consider restructuring offerings to focus
more on managed print services, as well as
increase pricing to address the decline.
3. Service and sales support are primary
differentiators between vendors.
Vendors are improving the end-to-end
customer experience in order to gain repeat
customers and positive word-of-mouth.
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Market Overview
How it got here
• In the 1990s, the first MFP consolidated scanning,
faxing, emailing, and copying functions. Vendors have
since added new capabilities, such as network and
physical security, management and monitoring
software, and wireless and mobile technology.
• Today, MFPs provide organizations with the ability to
centralize many general office tasks into one
multifunctional device, which results in significant cost
savings.
• Print leaders began to offer both monochrome and
color MFPs, and most vendors have since followed
suit.
• With today’s offices looking drastically different from
offices of the past, wireless and mobile capabilities
are no longer competitive advantages; they are now
necessary to accommodate an increasingly remote
work force.
Where it’s going
• There has been little innovation in the MFP market in recent
years. Focus on price, integration, and security as the
primary differentiators when selecting an MFP model.
• Vendors are offering more options for integrating printers with
existing organizational architecture. Look for open platforms
and other advanced integration options that will allow your
MFP to seamlessly integrate into your organization’s
workflows.
• Security is becoming more of a priority, especially for
customers in the healthcare, banking, and government
verticals. Select vendors that have certified security offerings
and can ensure the security of organizational data, during
and after the printer’s lifecycle.
• Many vendors are shifting their focus to managed print
services to maintain growth.
• Environmental awareness is leading to a greater emphasis
on end-of-life recycling services. Expect more vendors to
offer MFP recycling programs, in addition to existing toner
recycling.
As the market evolves, capabilities that were once cutting edge become default and new functionality
becomes differentiating. Enhanced security has become a Table Stakes capability and should no longer
be used to differentiate solutions. Instead focus on end-of-life services and mobile/wireless capabilities to
get the best fit for your requirements.
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MFP Vendor selection / knock-out criteria: market share,
mind share, and platform coverage
• Info-Tech looked at MFP Products that were appropriate for the mid-sized space, and included the following criteria as a
minimum: Multi-functional printer/copiers that included print, copy, scan, and fax capabilities, and can print 30PPM or
higher and conduct monthly duty cycles of 80,000 images or higher.
• For this Vendor Landscape, Info-Tech focused on those vendors that offer broad capabilities across multiple platforms
and that have a strong market presence and/or reputational presence among small to mid-sized enterprises.
Included in this Vendor Landscape:
•
Canon. A global electronic provider with a wide range of products and an emphasis on research and development.
•
HP. A world renowned brand with a strong MFP product offering.
•
Konica Minolta. An authority on customizable solutions that suit diverse business environments.
•
Lexmark. A specialist in the MFP space that aims to create the best solutions and services platforms in the market.
•
Ricoh. A market pillar with an emphasis on social and environmental responsibility.
•
Samsung. A continually expanding global player providing superior quality and innovations in the BYOD space.
•
Sharp. A leading innovator of LCD technology, Sharp is also creating a name for itself in the MFP space.
•
Toshiba. An established vendor with quality products and proven innovation.
•
Xerox. A long time leader in the MFP space, with strong sales and support channels.
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MFP criteria & weighting factors
The Table Stakes
Product Evaluation Criteria
Criteria Weighting:
Features
Usability
30%
Features
The solution provides basic
and advanced feature/functionality.
Usability
The solution’s dashboard and reporting tools are
intuitive and easy to use.
Affordability
Architecture
40%
20%
20%
Architecture
The three year TCO of the solution is
economical.
Product
50%
The delivery method of the solution aligns with
what is expected within the space.
Vendor Evaluation Criteria
Viability
Strategy
Reach
Channel
Affordability
Vendor is profitable, knowledgeable, and will be
around for the long term.
50%
Vendor
Viability
Vendor is committed to the space and has a
future product and portfolio roadmap.
25%
Vendor offers global coverage and is able to sell
and provide post-sales support.
Vendor channel strategy is appropriate and the
channels themselves are strong.
Strategy
30%
15%
Channel
30%
Reach
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Table Stakes represent the minimum standard; without these,
a product doesn’t even get reviewed
The Table Stakes
What it is:
Feature
Management
Software
Conducts usage tracking, supply alerts, and lock-out
user options.
Security
Uses Active Directory or LDAP. The solution must
feature network control, physical device security, and
secure printing.
Connections
Ability to connect to various network and USB ports.
Output
Minimum of 80,000 images for a monthly duty cycle
and a minimum of 30PPM.
Green Capabilities
Integration &
Architecture
What Does This Mean?
The products assessed in this Vendor
LandscapeTM meet, at the very least, the
requirements outlined as Table Stakes.
Many of the vendors go above and beyond the
outlined Table Stakes, some even do so in
multiple categories. This section aims to
highlight the products’ capabilities in excess
of the criteria listed here.
Ability to default to double-sided printing and energy
efficiency options. The vendor must have recycling
programs.
Scalable, flexible, and robust to fit a variety of LAN
and WAN architectures.
If Table Stakes are all you need from your MFP solution, the only true differentiator for the organization is
price. Otherwise, dig deeper to find the best price to value for your needs.
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Advanced Features are the capabilities that allow for granular
market differentiation
Scoring Methodology
Info-Tech scored each vendor’s features
offering as a summation of their individual
scores across the listed advanced features.
Vendors were given one point for each feature
the product inherently provided. Some
categories were scored on a more granular
scale with vendors receiving half points.
Advanced Features
Feature
Enhanced
Security
What we looked for:
BIOS and firmware management and upgrade
practices, as well as certified wiping services.
Job Builder
Tools
Tools such as stapling, hole punching, and booklet
creation, included or available as add-ons.
Advanced
Integration
Can interface with out-of-the-box applications and
use them as part of workflow.
Customized
Integration
Management
Reporting
Wireless
Printing
Mobile Printing
End-of-Life
Services
Can be custom integrated with an organization’s
architecture, and customization services are offered.
Central management of MFP fleet, and energy
management reporting or metering.
Capable of wireless printing anywhere within the
network range.
Allows users to print from mobile devices such as
smartphones and notebooks.
Secure disposal options and/or offers vendor
services for disposal and recycling.
For an explanation of how Advanced Features are determined, please see Vendor Landscape Methodology: Information Presentation in the Appendix.
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Appendix
1.
Vendor Landscape Methodology: Overview
2.
Vendor Landscape Methodology: Product Selection & Information Gathering
3.
Vendor Landscape Methodology: Scoring
4.
Vendor Landscape Methodology: Information Presentation
5.
Vendor Landscape Methodology: Fact Check & Publication
6.
Product Pricing Scenario
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Vendor Landscape Methodology:
Overview
Info-Tech’s Vendor Landscapes are research materials that review a particular IT market space, evaluating the strengths and abilities of both
the products available in that space, as well as the vendors of those products. These materials are created by a team of dedicated analysts
operating under the direction of a senior subject matter expert over a period of six weeks.
Evaluations weigh selected vendors and their products (collectively “solutions”) on the following eight criteria to determine overall standing:
• Features: The presence of advanced and market-differentiating capabilities.
• Usability: The intuitiveness, power, and integrated nature of administrative consoles and client software components.
• Affordability: The three-year total cost of ownership of the solution.
• Architecture: The degree of integration with the vendor’s other tools, flexibility of deployment, and breadth of platform applicability.
• Viability: The stability of the company as measured by its history in the market, the size of its client base, and its financial performance.
• Strategy: The commitment to both the market-space, as well as to the various sized clients (small, mid-sized, and enterprise clients).
• Reach: The ability of the vendor to support its products on a global scale.
• Channel: The measure of the size of the vendor’s channel partner program, as well as any channel strengthening strategies.
Evaluated solutions are plotted on a standard two by two matrix:
• Champions: Both the product and the vendor receive scores that are above the average score for the evaluated group.
• Innovators: The product receives a score that is above the average score for the evaluated group, but the vendor receives a score that is
below the average score for the evaluated group.
• Market Pillars: The product receives a score that is below the average score for the evaluated group, but the vendor receives a score that
is above the average score for the evaluated group.
• Emerging Players: Both the product and the vendor receive scores that are below the average score for the evaluated group.
Info-Tech’s Vendor Landscapes are researched and produced according to a strictly adhered to process that includes the following steps:
• Vendor/product selection
• Information gathering
• Vendor/product scoring
• Information presentation
• Fact checking
• Publication
This document outlines how each of these steps is conducted.
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Vendor Landscape Methodology:
Vendor/Product Selection & Information Gathering
Info-Tech works closely with its client base to solicit guidance in terms of understanding the vendors with whom clients wish to work and the
products that they wish evaluated; this demand pool forms the basis of the vendor selection process for Vendor Landscapes. Balancing this
demand, Info-Tech also relies upon the deep subject matter expertise and market awareness of its Senior and Lead Research Analysts to
ensure that appropriate solutions are included in the evaluation. As an aspect of that expertise and awareness, Info-Tech’s analysts may, at
their discretion, determine the specific capabilities that are required of the products under evaluation, and include in the Vendor Landscape
only those solutions that meet all specified requirements.
Information on vendors and products is gathered in a number of ways via a number of channels.
Initially, a request package is submitted to vendors to solicit information on a broad range of topics. The request package includes:
• A detailed survey.
• A pricing scenario (see Vendor Landscape Methodology: Price Evaluation and Pricing Scenario, below).
• A request for reference clients.
• A request for a briefing and, where applicable, guided product demonstration.
These request packages are distributed approximately twelve weeks prior to the initiation of the actual research project to allow vendors ample
time to consolidate the required information and schedule appropriate resources.
During the course of the research project, briefings and demonstrations are scheduled (generally for one hour each session, though more time
is scheduled as required) to allow the analyst team to discuss the information provided in the survey, validate vendor claims, and gain direct
exposure to the evaluated products. Additionally, an end-user survey is circulated to Info-Tech’s client base and vendor-supplied reference
accounts are interviewed to solicit their feedback on their experiences with the evaluated solutions and with the vendors of those solutions.
These materials are supplemented by a thorough review of all product briefs, technical manuals, and publicly available marketing materials
about the product, as well as about the vendor itself.
Refusal by a vendor to supply completed surveys or submit to participation in briefings and demonstrations does not eliminate a vendor from
inclusion in the evaluation. Where analyst and client input has determined that a vendor belongs in a particular evaluation, it will be evaluated
as best as possible based on publicly available materials only. As these materials are not as comprehensive as a survey, briefing, and
demonstration, the possibility exists that the evaluation may not be as thorough or accurate. Since Info-Tech includes vendors regardless of
vendor participation, it is always in the vendor’s best interest to participate fully.
All information is recorded and catalogued, as required, to facilitate scoring and for future reference.
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